Poslovna izobraževanja

15% popust

za prijave

do 12. aprila 2023

Prijava na webinar

Webinar: Prodajte več po telefonu

Razlogi za prijavo na webinar

Z uvedbo virtualnih sestankov je telefonsko trženje pridobilo tako na vrednosti, produktivnosti kot višji realizaciji.
Telefonsko trženje je sedaj možno združiti z osebno prodajo, kar lahko še izboljša vaše prodajne rezultate.

PODROČJE
Prodaja
TERMIN
13.4.2023
ČAS TRAJANJA
10:00 – 13:00
OBLIKA PREDAVANJA
Webinar

Podrobnejši program delavnice

1. del: Psihologija vedenja pri telefonski prodaji

  • Kako stranke dojemajo telefonsko prodajo?
  • Kako se prilagoditi miselnosti strank?
  • Temeljna dilema stranke ob vašem klicu – jo poznate in uspešno razrešujete pri stranki?
  • Kako pripraviti ustrezen kontekst pristopa, upoštevajoč temelje psihologije vedenja za telefonski nagovor?
  • 4 temeljna prodajna vprašanja brez katerih ni uspešne prodaje
  • 4 temeljna področja, ki jih je potrebno načrtovati pri predstavitvi ponudbe
  • »Spopadanje« prodajalcev z ugovori strank – vas NE vedno znova preseneti?
  • Ste pripravljeni na »NE-je« oz. zavrnitve – 5 izhodnih strategij
  • Osnovni prodajni »pitch« oz. predstavitveni nagovor, ki deluje tudi po telefonu
  • Bistvo telefonske prodaje, tudi telefonske, je v follow up aktivnostih. Jih obvladate in izvajate na ustrezen način?
  • Kako vzpostaviti odnos s stranko, da bo v prihodnje stranka vesela vašega klica?
  • Največji strahovi in ovire prodajalcev pri uporabi telefona
  • Kako izničiti strah prodajalca pred zavrnitvijo?
  • Najpogostejše napake pri telefonskih klicih
  • Dobra statistika je ključ za izboljšanje rezultatov

2. del: Veščine telefonskega komuniciranja – postanite mojstri poslušanja in postavljanja vprašanj

  • Kako se pripravi več prodajnih »pitchev« oz. predstavitvenih nagovorov, ki delujejo tudi po telefonu?
  • Utemeljujete kar trdite? Formula 3 vrednosti za stranko
  • Kako dodati vrednost lastnim izdelkom oz. storitvam v očeh naših potencialnih kupcev?
  • Tehnike in skrivnosti za uspešno prodajo po telefonu
  • Kako aktivno voditi pogovor s sogovornikom in tekom pogovora ustvariti verigo DA-jev?
  • Kako učinkovito izpeljati »hladne klice«?
  • Prednosti in slabosti telefonske prodaje, v primerjavi z osebno prodajo, ter kako to uspešno uporabiti pri telefonski prodaji
  • Moč tonalitete oz. veščine komuniciranja z tonaliteto
  • Tehnike posredovanja vrednosti vašega postavljanja vprašanj v telefonski prodaji:
    a) Metoda razpršitve z 4 ključnimi vprašanji
    b) Metoda posrednega sporočila
    c) Kako z raziskovalnimi vprašanji raziskati potrebe?
    d) Kdaj usmeriti pogovor z zaprtimi vprašanji?
    e) Aktiviranje in pritegnitev pozornosti sogovornika s »closingi«?
    f) Umetna dilema
    g) Moč retoričnih vprašanj

3. del: Osnovni elementi dobre skripte in predstavitvenega emaila

  • Kako pripraviti dober uvod, da pritegnemo stranko?
  • Kako dosežemo, da bo stranka vesela vašega klica oz. da vas bo vsaj poslušala do konca?
  • Kako produkt ali storitev predstavimo kot rešitev za stranko?
  • Kako v očeh stranke dosežemo kredibilnost svojega podjetja?
  • Spreminjanje lastnosti v jezik koristi za stranko
  • Kako kupcu zmanjšamo tveganje nakupa?
  • Kako tekom pogovora ohranjamo pozornost oz. »prisotnost« stranke?
  • Kako se soočimo z najpogostejšimi ugovori?
  • Kako zmanjšamo breme nakupne odločitve?
  • Kako uspešno zaključimo pogovor (prodajo)?
  • Največje napake pri pripravi skript
  • Kako dosežemo, da telefonisti oz. prodajalci navdušijo stranko?
  • Primeri dobre in slabe prakse – kaj deluje, in kaj ne?
  • Kako pripravimo skripto glede na vrsto klica (izhodni in dohodni klici) – glavne razlike ter skupne točke
  • Kako pripravimo skripto na ravni B2B in B2C – glavne razlike in skupne točke

4. del: Praktični primeri – pisanje telefonske skripte

Na praktičnih primerih boste utrjevali pisanje telefonske skripte (scenarijev za klicanje) in predstavitvenih sporočil. Cilj delavnice je, da pripravite prodajno skripto za klicanje in predstavitveni email, ki bosta delovala v praksi.

5. del: Čas za vaša vprašanja

Zadnji del izobraževanja je namenjen vašim specifičnim vprašanjem, tako da boste lahko predavateljici postavljali vprašanja ter dobili odgovore, ki jih tekom izobraževanja niste prejeli.

Prijava na webinar

Cilj izobraževanja

Cilji predavanja

V prvem delu delavnice boste pridobili osnovna teoretična in praktična znanja o učinkoviti rabi telefona v prodaji, v drugem delu pa boste na praktičnih primerih utrjevali pisanje telefonske skripte (scenarijev za klicanje) in predstavitvenih sporočil .
Cilj delavnice je, da pripravite prodajno skripto za klicanje in predstavitveni email, ki bosta delovala v praksi.

Z delavnice boste odšli z naslednjim osvojenim znanjem:

  • Tehnike in skrivnosti za uspešno prodajo po telefonu
  • Kako izničiti strah prodajalca pred zavrnitvijo?
  • Nasveti in triki za »hladne klice«
  • Kako pridobiti in ohraniti pozornost, oz. »prisotnost« stranke tekom pogovora?
  • Kako doseči kredibilnost svoje ponudbe v očeh stranke?
  • Kako se soočiti z najpogostejšimi ugovori?
  • Kako uspešno zaključiti pogovor (prodajo)?

Praktične vaje
1/3 časa bomo posvetili pripravi materialov (skripta, predloge emailov) za vaše podjetje. Tako boste pridobljeno znanje lahko nemudoma prilagodili in prenesli v prakso.

Analiza telefonskih skript in predlog predstavitvenih emailov
Predavateljica bo pred delavnico naredila analizo vaše dosedanje prakse s poudarkom na telefonski skripti oz. predstavitvenih emailih.
Analiza bo izvedena po naslednji hevristiki:

  • jedrnatost komunikacije
  • reševanje ugovorov
  • kvaliteta prodajne zgodbe
  • rešitve strankinega problema
  • kredibilnost sporočila
  • kvaliteta predstavitve podjetja
  • učinkovitost prodajnega procesa

Bonus darilo – izboljšanje skripte po delavnici

Vaša naloga bo, da med in po delavnici pripravite skripto za vaše podjetje. Po delavnici jo boste preizkusili v praksi in jo skupaj z rezultati posredovali predavateljici, ki vas bo opozorila na pomanjkljivosti in podala navodila za izboljšanje.

Prijava na webinar

Komu je namenjeno izobraževanje

Izobraževanje je namenjeno:

  • direktorjem
  • lastnikom malih in srednje velikih podjetij
  • podjetnikom
  • vodjem prodaje in marketinga
  • vsem, ki so odgovorni za povečanje prodaje in dobička
Prijava na webinar

Cena izobraževanja s popusti

15 % popust do 12. aprila

Redna cena webinarja znaša 197 EUR (DDV ni vključen).
V kolikor se prijavite do vključno 12. aprila vam pripada 15 % popust za zgodnjo prijavo.
Kotizacija s popustom tako znaša 167,45 EUR (DDV ni vključen).

Če se webinarja ne boste mogli udeležiti, vam bo na voljo posnetek predavanja.

Prijava vključuje:

  • izvedbo webinarja,
  • posnetek webinarja ter gradivo za prenos znanja v podjetju (prejmete po koncu webinarja),
  • analiza vaših prodajnih materialov in follow up po delavnici,
  • odgovore na vaša konkretna vprašanja.

Izobraževanje bo potekalo:

Kdaj: v četrtek, 13. aprila 2023, od 10.00 do 13.00.
Kje: preko platforme Zoom (ob prijavi in plačilu boste prejeli povezavo do webinarja).

Prijava na webinar
Prijava na webinar

Izjave udeležencev

Predavatelj

Bernarda Bogdan

Pričakujte konkretne nasvete za izboljšanje vašega prodajnega pristopa, telefonske komunikacije, dogovarjanje in izvedbo prodajnih sestankov ter delo na primeru vašega podjetja.

PODROBNO

Prijava na webinar – Prodajte več po telefonu

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